Retail Sales Consultant Tip: Make The First Sale Of The Day
By Bob Phibbs
Have you ever heard the first crack of the bat at a baseball game? One that goes soaring into the outfield far enough to allow the hitter to get on base?
It is a tremendous amount of energy released. And that’s just to get on base, the energy from an out-of-the-park home run is even more spectacular.
That first hit is crucially important because the team that gets the first hit usually wins the game. That hit is a confidence builder for the team.
So it is with the first sale in your retail store.
As a retail sales consultant, I’m often asked for best practices and one I discovered early in my retail career was that the best retailers, the best retail owners, the best retail managers were determined to make the first sale of the day.
They didn’t just wait for someone to come up to the counter and say, “I’ll take it;” they dropped everything to make that sale happen because they knew it would energize themselves and their crew.
Maybe that would mean you have to wait on several people until you make that sale, but the lesson and example to your crew is better than any caffeinated drink, breaking news or idle gossip.
The other way
Have you ever been in your store when no one was buying? Technically, each one of your employees is where they should be; one behind the register, one fixing displays, one roaming the floor. You are all hoping sales will get better but no one is actively taking the initiative to drive a sale.
You don’t want to wait until the third inning to decide you have to go out and sell. You have to make that sale happen right at the start of the day.
That way, when a big sale happens at the end of the day, it just caps off an already great day.
When your retail employees see you actively selling that first customer, it makes it much harder for them to stand behind your counter and groan, "No one's buying."
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